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THE SALVATION ARMY – USA WESTERN TERRITORY
OPPORTUNITY GUIDE
Major Gifts Officer (aka: Donor Relations Director)
GOLDEN STATE DIVISION
POSITION OPENING:
San Francisco
Mission
The Salvation Army, an international movement, is an evangelical part of the universal
Christian Church. Its message is based on the Bible. Its ministry is motivated by love for
God. Its mission is to preach the Gospel of Jesus Christ and to meet human needs in His
name without discrimination.
The Salvation Army (the Army) is an International, Evangelical Christian Church dedicated to
providing individuals worldwide with spiritual, physical, social and emotional support. Its mission is
to preach the gospel of Jesus Christ and to meet human needs in His name without discrimination.
Its message is based on the Bible and its ministry is motivated by the love of God. William Booth,
and his wife Catherine, founded The Salvation Army in 1865 to serve London’s worst povertystricken districts. Today, nearly 30 million Americans receive assistance from The Salvation Army
each year through a range of social services: providing food for the hungry, relief for disaster
victims, assistance for the disabled, outreach to the elderly and ill, clothing and shelter to the
homeless, and opportunities for underprivileged children. Eighty-two cents of every dollar the
Army spends is used to support those services in 5,000 communities nationwide, and as a branch of
the Christian Church, the ultimate goal of all programs is the spiritual regeneration of all people.
The Golden State Division is part of the USA Western Territory (THQ) one of the Army’s four U.S.
geographic service areas. The Golden State Division Headquarters (DHQ), one of ten divisions in
the USA Western Territory, is based in San Francisco, California and serves local communities from
San Francisco, across Central California to Bakersfield. This administrative unit directs 30 corps
with an annual operating budget of $64 million. Funding sources include government contracts,
grants (foundations and other), in addition to, donations from businesses, individuals and churches.
The Salvation Army is a nonprofit, tax-exempt charitable organization under Section 501(c)(3) of the
Internal Revenue Code.
“The Salvation Army is by far the most effective organization in the U.S. No one even comes
close to it with respect to clarity of mission, ability to innovate, measurable results, dedication, and
putting money to maximum use.” -- The Late Dr. Peter Drucker, renowned management expert
The Opportunity: Major Gifts Officer (MGO): aka: DRD - Donor Relations Director
JOIN THE ARMY’S GROWING FUNDRAISING TEAM IN THE USA WESTERN
TERRITORY and become part of an exciting new major gifts program making a profound impact!
Note: There is one role open in San Francisco, California.
The MGO/DRD plays a key and integral role in the success of the Golden State Division’s fund
development efforts, specifically leading major gift strategies and fundraising communications in San
Francisco, California. The MGO/DRD role is being repositioned as part of the overall
reconfiguration of Major Giving programs in the USA Western Territory. Over the next 5 years,
The Salvation Army USA Western Territory anticipates almost doubling the current number of
MGO/DRD positions. The Army’s strong commitment to growing its major giving programs is
reflected in plans to centralize training, provide prospect research/management support, enhance
existing database systems, and provide stewardship support which is in the early phases of
implementation. The position reports to a territorial Regional Manager of Major Giving Programs.
The MGO/DRD is responsible for ongoing and proactive relationship management, strategic
communications plans, gifts cultivation and solicitation activity with an assigned caseload of
qualified major donors and a smaller group (10%) of assigned, qualified prospects. In this role, the
MGO/DRD will identify, qualify, be assigned, cultivate, solicit and steward major gift donors (90%)
and prospects (10%), acting as the primary contact between the Army and the assigned caseload,
with an emphasis on securing gifts of $5,000 and much higher in their respective portfolio worth $1
million, increasing major gifts to The Salvation Army while retaining and strengthening existing
giving.
Primary Performance Objectives
Planning
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Establishes, manages and fulfills a caseload communications plan, including individual
fundraising goals and personalized strategies, to effectively steward, educate, cultivate and
solicit gifts from major donors each fiscal year, with an emphasis on gifts of $5,000 and
higher.
Leads the development of team solicitation strategies and facilitates the team planning
process for peer-to-peer cultivation and solicitation approaches, involving leadership
volunteers and internal leadership, as deemed appropriate, under the guidance of the
Development Director. Develops research and briefing memos in preparation for team
discussions. Works with prospect research manager at THQ and local staff who are trained
to do research to develop donor profiles to inform “moves management” strategies and
planning conversations.
The Salvation Army – USA Western Territory: Golden State Division
Major Gifts Officer (MGO): aka: DRD - Donor Relations Director
Approved 2015
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Meets regularly with supervisor and territorial major gifts management (by phone) to discuss
and refine caseload plans, donor strategies, to track progress, to receive coaching, and to
keep open lines of communication.
Works in close conjunction with other fund development officers, pursuing and contributing
to harmonious collaboration between direct marketing, social media, foundation,
corporation, and planned giving staff for optimal integrated strategies in regard to major
donor communications as well as overall department initiatives.
Supports and contributes to, as requested, overall policies and strategies to continually
increase major gifts revenue and program growth.
Leadership and Fundraising Management
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Leads in one-to-one solicitation, gift acknowledgement and stewardship communication,
traveling as necessary, establishing and maintaining excellent donor relations, providing
written proposals to major gift prospects as needed, and including Army and/or volunteer
leadership as appropriate.
Works in collaboration with program, finance, development and graphic design /
communications, and administrative support staff to develop a portfolio of giving
opportunities (cases for support) that documents funding needs in terms of real program
costs, how dollars impact people, outcomes being (and which could be) achieved, shortfalls
and exciting mission advancement opportunities. Presents these opportunities to donors to
effectively match donor interests with Army service delivery advancement needs.
Keeps management apprised of all significant interactions, inputting contact reports to the
Portfolio donor database system as required, sharing a continually updated itinerary, fulfilling
all monthly and other reporting requirements, and consulting with leadership when needed
to understand organizational priorities, to develop strategies that benefit both donor and the
Army, and to troubleshoot challenging situations.
Stays driven toward goals and focused on caseload, but makes effective use of volunteerism
opportunities, events and other initiatives to engage with assigned donors, to bring them
closer to the Army, and to deepen their awareness of the impact of our work, especially in
areas of interest to them. Participates in such opportunities alongside caseload constituents.
Works with other staff and leadership (including leadership volunteers) to develop new
major donor / prospect cultivation events, such as private receptions, dinners in homes, or
seminars, targeted toward those with high philanthropic capacity.
Plays a key role in working with select local Advisory Boards.
Donor and Volunteer Relations
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Manages a caseload of 125-150 assigned and qualified major donors and will maintain and
seek to engage with a small additional prospective donor “watch list” as assigned, following
the prescribed communications plan that is specific to each donor and prospect and
working, as appropriate, with donor leadership volunteers to secure visits with those in their
peer networks who are assigned.
Works in close collaboration with local officers, program, finance and fundraising staff to
present local Army resource development needs that correspond to where donors and
The Salvation Army – USA Western Territory: Golden State Division
Major Gifts Officer (MGO): aka: DRD - Donor Relations Director
Approved 2015
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prospects reside, while always being responsive to each donor’s interests (even if elsewhere)
and attentive to fiduciary responsibilities (donor intent with gifts).
Makes it a priority to take donors on site visits to tour Army programs and to facilitate faceto-face briefings of donors by Army leaders.
Manages all office systems related to MGO/DRD duties, including maintaining updated
Portfolio donor files, tracking spreadsheets, correspondence and gift acknowledgments, etc.,
in keeping with department policies and procedures. Documents all donor interactions
through Portfolio contact reports and according to established business practices. Carries
out any office and computer-related tasks important to fulfilling the goals of the position.
Ensures excellent customer service is provided to donors through accessibility to staff and
leadership (as granted), timely responsiveness, quality in all interactions and personalized
communications.
Works diligently to meet agreed upon monthly and annual activity and income production
goals and is purposeful about every visit and communication and the desired outcome for
each “touch.”
Participates in recommended professional trainings as budget allows, conference calls with
other major gifts staff, conference kindred sessions and other professional development
opportunities.
The Qualified Candidate
The Salvation Army seeks compassionate, dynamic and entrepreneurial fundraising professionals
with a minimum of five years’ individual giving/ major gifts experience in a highly productive and
progressive development and communications program within the nonprofit sector. Preference is
given to those who have served in a faith-based organization, and specific to this search for the
MGO/ DRD in the Golden State Division, possess a strong working knowledge of the San
Francisco, California area’s philanthropic community. It is imperative that the person who assumes
this important role fully embrace, support and reflect well on The Salvation Army’s mission and
values through one’s professional responsibilities and behavior at all times. The MGO/DRD will be
creative, energetic and determined, with a talent to identify and develop opportunities for donors
and The Salvation Army to come together.
Specific Requirements Include:
 Passion for The Salvation Army’s mission coupled with a strong commitment to know and
understand the Army’s history, mission and structure, as well as, its services, policies and
procedures.
 Bachelor’s Degree; Advanced degree and/or CFRE credential preferred.
 Minimum of five years of experience in a nonprofit fundraising role with a proven track
record of major gifts success and a strong working knowledge of strategy development and
moves management systems in the cultivation, solicitation and stewardship processes.
 Highly effective interpersonal, conversational and presentational skills, demonstrating an
emotional intelligence and situational awareness, in tandem with, excellent writing abilities
and strong case development and sales pitch skills.
The Salvation Army – USA Western Territory: Golden State Division
Major Gifts Officer (MGO): aka: DRD - Donor Relations Director
Approved 2015
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Demonstrated expertise in developing and maintaining positive relationships with diverse
individuals, including executives, high-level volunteers and wealthy donors, as well as,
internal stakeholders and leadership.
Prowess in problem-solving, strategic and creative thinking, plus, taking initiative with
consistent and good follow-through.
Great comfort level with direct donor interaction is a must, including discussions of personal
and family finances and asking for major financial commitments.
Team player, able to check ego at the door, with a capacity to collaborate effectively with
officers, staff and volunteers for successful achievement of position and department goals.
Communications and management style that exhibits the principles and culture of the Army,
as well as, fosters team relationships and effectively communicates information.
Willingness and ability to travel on a regular basis. Valid Driver’s License required.
Ability to work remotely (on the road, from home and/or at various Army locations). It is
anticipated that 80% of the donors are local to the position, but some travel related to donor
management and/or organizational training is required.
Experience in working independently in a fast-paced environment without extensive
administrative support and exceptional organizational abilities with fluency in managing
multiple projects and competing priorities with professionalism and grace.
Driven to make a difference, goal-oriented with a proven ability to achieve or exceed goals
and meet deadlines.
Proficiency with Microsoft Office Suite and hands-on experience with donor management
software and savvy in the maintenance of current contact and activity tracking reports (with
adherence to the Army’s database protocols); Portfolio user background is preferred.
The Salvation Army offers a competitive salary and a robust benefits package. The position will
have a car available (either assigned or from the fleet pool). The MGO/DRD position finalist will
be required to submit a full background and reference checks.
The Salvation Army is committed to offering equal employment opportunity to all applicants and to
all employees without regard to race, color, gender, religion, age, national or ethnic origin, nondisqualifying physical or mental disability, veteran status, sexual orientation, marital status, political
affiliation, genetic predisposition and/or any other lawfully protected classification or occupationally
irrelevant criteria. Equal Opportunity Employer M/F/D/V
To Apply
This search is being managed by Kathrene Wales, Search Manager and Associate Consultant of
KEES: Kistner Eddy Executive Search, in counsel with Heather Eddy, CFRE, President & CEO.
Questions may be addressed to kwales@alfordexecutivesearch.com.
To apply, candidates should submit their cover letter and resume and complete the online
application at https://alfordexecutivesearch.applicantstack.com/x/openings. To assure
confidential tracking of all applicants, no applications will be accepted via email.
The Salvation Army – USA Western Territory: Golden State Division
Major Gifts Officer (MGO): aka: DRD - Donor Relations Director
Approved 2015
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Qualified applicants with criminal histories will be considered for the position in
accordance with the San Francisco Fair Chance Ordinance.
ALL INQUIRIES WILL BE HELD IN STRICT CONFIDENCE.
Kistner Eddy Executive Search (KEES) is a retained search firm dedicated to providing recruitment
services of exceptional quality and strengthening the nonprofit community through professional
staffing solutions.
More about the Army’s Golden State Division
The Golden State Division, under the direction of Divisional Commander Lieutenant Colonel Steve
Smith, employs 550 employees and countless volunteers. Recent data about the services provided
last fiscal year is impressive and its annual impact breakdown includes 260,000 meals served, 34,000
grocery and 78,000 clothing orders delivered, nearly 5,000 toys and 50,000 gifts distributed, and
125,000 nights of lodging (Army and non-Army facilities), plus, much more.
The Salvation Army - USA Western Territory
Comprised of 10 Divisions and serving communities in Alaska, Washington, Oregon, California,
Arizona, New Mexico, Nevada, Idaho, Montana, Colorado, Wyoming, Hawaii, Guam, Micronesia
and the Marshall Islands, Territorial Headquarters (THQ) is situated in Long Beach, California.
Under the leadership of Territorial Commander, Commissioner James Knaggs, Chaz Watson is the
Territorial Executive Director of Development and Susan Levin is the Territorial Director of Major
Giving Programs.
The Salvation Army – USA Western Territory: Golden State Division
Major Gifts Officer (MGO): aka: DRD - Donor Relations Director
Approved 2015
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